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EnglishofBusinessNegotiationBusinessEnglishClassTwoHuangShoupanTheComperhensionofBusinessNegotiation

Negotiationisabargainingsituationinwhichtwoormoreplayershaveacommoninteresttocooperate,butatthesametimetheyhaveconflictinginterestsoverxeactlyhaotoshare.Inotherwords,theplayerscanmutuallybenefitfromreachinganagreementonanoutcomefromasetofpossibleoutcomes,buthaveconflictinginterestsoverthesetofoutcomes.TheBasicPrinciplesofBusinessNegotiationPrincipleofCollaborativeNegotiation(合作试谈判标准)PrincipleofInterestDistribution(利益分配标准)PrincipleofTrustinNegotiation(信任标准)PrincipleofIntegrativeNegotiation(双赢标准)Deterrence-basedtrust(威慑型信任)Calculus-basedtrust(预计型信任)Knowledge-basedtrust（了解型信任）Indentification-basedtrust（识别型信任）TheGeneralProceduresofBusinessNegotiations1.Non-TaskSounding2.CreatingValueGivinginformationGettinginformation3.OvercomingBarrierstoAgreement

BargainingBargainingstrength—referstothepowerthatonepartisabletoexertagainstanother.Bargainingrang—referstothedegreeofmovementthatispossibleforeachpartywithrespecttoindividualissuesontheagenda.

Persuasion

Promise:Astatementinwhichthesourceindicateshisorherintentiontoprovidethetargetwithareinforcingconsequencewhichthesourceantipateathetargetwillevaluateaspleasant.Recommendation:Astatementinwhichthesourcethatapleasantenvironmentalconsequencewilloccurtothegoal.Threat:Sameaspromise,exceptthatthereinforcingconsequencesarethoughttobeunlieasant.Reward:Astatementbythesourcethatisthoughttocreatepleasantconsequencesforthetarget.Punishment:Sameasreward,exceptthattheconsequencesareunpleasant.Commitment:Astatementbythesourcetotheeffectthathisfuturebidswillnotgobeloworaboveacertainlevel.Question:Astatementinwhichthesourceasksthetargettorevealinformationaboutitself.ThemaincontentsofBusinessNegotiationInquiryandReplyMakeinginquiriesistheinitialstagrofbusinessnegotiationsbetweenthebuyersandsellersininternationalbusinessactivities.Itspurposeistoseekasupplyofproducts,serviceorrelativeinformation.OfferandCounter-offerQuotationisjustanindicationofpricewithoutcontractualobligation,anditissubjecttochangewithoutpreviousnotice.Butofferisdifferentfromquotation.Ifaproposalforconcludingacontractaddressedtooneormorespecificpersonissufficientlydefinite,andindicatestheintentionoftheofferertobeboundincaseofacceptance,itconstitutesanoffer.PricePriceisoneofthemostimportantfactorsintheinternationalbusinessactivities.Theproducts`priceincludesfixedcost,variablecostandexpectedprofit.Therearethreebasictechniquesofpricingexportproduts:cost-plus;marginalcostpricing;breakevenpricing.PaymentNomatterhowlargeorsmall,transactionininternationaltradehastobesettledthroughpaymentbythebuyer.RemittanceMailtransfer(M/L)TelegraphicTransfer(T/T)Demanddraft(D/D)CollectionD/AD/PD/PatsightD/PaftersightD/PafterdateLetterofcredit(L/C)isatoolofaninstrumentofpayment,whichisguaranteedbythebank.Themostwidelyusedmethodofpayment.TheBasicQualitiesofBusinessNegotiation1.BeingagoodlistenerAgoodnegotiatorisagoodlistener.2.BeingrealisticAnotherqualityofagoodbusinessnegotiatorisrealism.3.Adaptability(具备适应能力)Becausenegotiationssreconcernedwitheachsidegettingtheothertochangepositions.4.Resourcefulness(足智多谋)Agoodnegotiatorshoulddeflexibleenoughandadeptlydealswithagreatamountofever-emerginginformationanduncertainties.

5.Endurance(忍耐力)Negotiatingisprimarilyamentalactivity;itcanbephysicallydemanding.6.RespectFirst,fortheotherpartytorespectyou,youmustearnit.Second,foryoutorespecttheotherparty,youmustdoyourhomeworkandfindoutasmuchaspossiblesothattheyinturnhaveyourrespect.7.ConcentrationTheabilitytoconcentrateondifferentproblemsattheheartofthenegotiationisanassetthenegotiatorcannotaffordtobewithout.8.SenseofHumor(幽默感)Anegotiatormustbeequippedwithahighlidevelopedsenseofhumorinordertoweatherpersistentstorms.9.PatienceItisnecessaryforagoodnegotiatortobepatient.10.TheAbilitytoArticulate(表示能力强)Agoodnegotiatormustbeaparppracticallisteneraswellasanarticulatespeaker.TheStrategiesofBusunessNegotiationNegotiationtacticsareestablishedtoachievethenegotiatoinobjective.Oneparrtusethenegotiationstrategywiththeintentiontoaffectrelationshipbetweenthenegotiatorssoastocreateconditionstoreachanagreementandtomaketheresultofnegotiationclosetotheirgoal.1.ListeningMoreAgoodnegotiatorisnotonlyneedtotalkthemselvesbutalsoneedtolistentoandunderstandwhattheothersideissaying.2.SeekingWin-winOpportunitiesNegotiationisatwo-wayroad,whichshouldbebroughtaboutbymutual.Therearenowinnersandlosersinasuccessfulnegotiation.3.KeepingyourEmotionAskquestionsinafriendlyway,showingacooperativespirit:Thiswillwarmtheothersideandmeltanytensionbetweenyou.4.SurpriseSurprisestrategyreferstoapartyinvolvedinthenegotiationssuddenlychangestheirattitude,demand,argument,ormethod,whichresultinopponentslosingthenegotiation.5.ResiliencyEventhebestnegotiatorsmakemistakesinevitably,experiencednegotiatorswillleaveroomforthemselvestomaintainflexibilityinthenegotiations.6.ForbearanceThisstrategycanhelpustoavoiddirectconflict,andultimatelysolvetheproblem.7.PermittingConcessionsContradictionsareexistinginallnegotiations.Concessionshouldbeexchangedforonefromtheotherparty.8.WorthlessIssuesAsfortheterminthenegotiations,worthlessissuesrefertothetermsofnovaluetooneparty,butitisdesignedtobelost,andtherewillbeopportunityforthepartytosecurearealconcessionsfromtheothersideinreturn.9.ExposingTricksNegotiatorsinthenegotiationsusuallyfindtheiropponentimpropermeans.Firstofall,theymustrecognizewhathappenedisreallyunfairmeans.Second,theyshouldexposeit,andlettheotherrealizethatweknowyouareplayingdirtytricks.10.MakingCounterpartAppearsUnreasonableWecanletthepeoplethinktherecommendaionmadebytheothersideisutterlyabsurd.Therefore,thepersonmadetherecommendationsischallengedtotoredefineornarrowthescopeofthedefinition.1.airpocket气囊：指一个股票显而易见极其虚弱性。

2.backdoorlisting后门上市：一家企业因其本身未能符合交易所上市要求，便买进一个上市企业，将本身并入其中而使自己能够上市。

3.basketpurchase一篮子购置：以一个价格购置一组资产。然而在记帐时，每件物品能够单独记入，并对每件资产指定一个成本。

4.beartrap空头陷阱：当股票下跌时，引发大量抛售，然后价格又上涨。

5.bedandbreakfastdeals床头和早餐交易：卖空骗局。个人或企业依据事先安排交易，先卖出股票，继而在第二天买回，以此形成一个抵消资本收益税损。本做法仅存于英国。

6.bottomfisher底部钓鱼人：寻找那些价格已跌至最底点，即将发生转机商品或股票投资者。在有些情况下指购置破产或濒临破产组织股票或债券人们。

7.butterflyspread蝴蝶差：同时在相同或不一样市场上买或卖三种期货协议，产生利润和借贷权。

8.ChineseWall中国墙：不可逾越障碍物，用以阻止华尔街商行交易区不公正地使用投资银行家们从客户那里秘密取得信息。

9.fallenangle下坠天使：大企业高价证券因一些不利负面消息而使价格突然下跌。

10.goldenhandcuffs金手铐：将经纪人和经纪人事务所连结起来协议；是经纪业对经纪人从一个企业到另一个企业频繁变动反应。普通包含将其受雇时接收大部分酬劳返还原企业协议。